Turn logged hours into an invoice total, and see what your effective rate really is once non-billable time is counted.
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Invoice total = billable hours x rate. Utilization = billable / worked. Effective rate = invoice total / total hours worked.
Time a client agreed to pay for. Admin, internal meetings, proposals and rework you absorbed are hours worked but not billable, which is exactly why the effective rate is usually well below the headline rate.
Agencies commonly target 70 to 80 percent for delivery staff. Above 85 sustained usually means nobody has time for sales or improvement work; below 60 usually means the pipeline, not the people, is the problem.
Because it divides revenue by every hour worked. If you bill 26 of 40 hours at $150, you earned $3,900 across 40 hours, which is $97.50 an hour. That number, not the rate card, is what pays salaries.
The same numbers, live off the rows your team already edits, in a spreadsheet that rolls them up for you. Start your 7-day free trial, no credit card required.